Step 3 out of 610 min read

Find Buyer

Once you've marketed your property, the next step is to show it to interested buyers and negotiate the best terms, including price. This guide provides great advice for successful showings and effective negotiations. There are no For Sale By Owner solutions that can perform this step of the sales process on your behalf.

Why is this important?

A successful showing and negotiation is crucial for selling your property at the optimal terms and the best price. This is where you meet potential buyers face to face and have the opportunity to create the connection that leads to a sale.

Good preparation for showings and a well-thought-out negotiation strategy can make the difference between a quick sale at a good price and a prolonged process with disappointing offers.

Showings

A good showing is your opportunity to make a great impression and convince potential buyers that your property is the right choice for them. Prepare thoroughly and follow these tips.

Preparation for the showing

Make sure everything is ready before buyers arrive. The following checklist helps you prepare the property.

Dress nicely but relaxed

You represent your property, and a good impression of you can influence the buyer's perception of the property.

Clean thoroughly and air out

A clean and fresh property signals that it's well maintained.

Let the sun in and turn on lights in all rooms

Natural light makes the property appear larger, warm and inviting. The light from lamps supplements and creates a cozy atmosphere.

Make sure the terrace/garden is presentable

Outdoor areas are also important for buyers and they get a better impression if there are no weeds in the tiles and the garden furniture is clean.

Add fresh flowers, scented candles or home baking

Create a pleasant and homely atmosphere.

Make sure pets and others in the household are not home

It can disturb the impression of the property and some buyers may be allergic or uncomfortable.

Tidy up all rooms, remove personal items and create a neutral look

A tidy property appears larger and more manageable, and helps buyers imagine themselves living there.

Print sales presentation, condition report, electrical inspection report and energy label

Have the documents ready for interested buyers and offer them at the showing.

Tips for the showing

Highlight the best

Emphasize your property's best features. Open curtains for the view, showcase the new kitchen, and make sure all rooms are shown from their best angle.

Create a great first impression

The first seconds are crucial. Fix things that are broken and make sure the entrance is inviting with a clean mat, fresh flowers and good lighting.

Let buyers decide

Give buyers time and space to explore the property at their own pace. Offer to show around, but respect if they prefer to walk around themselves.

Be open and honest

Honesty and willingness to answer questions goes a long way. If buyers have questions you can't answer, write them down and follow up after the showing.

Follow up after the showing

Contact interested buyers within a few days. Ask if they have any additional questions, want to see the property again or what they're considering.

Learn from the showing

Ask for feedback from buyers who don't proceed. Use this knowledge to improve future showings or adjust your price.

Negotiation

When you've found interested buyers, the negotiation begins. A good negotiation strategy ensures you get the best price and terms for your sale. During negotiations, price, closing date, possible disposal date, items included and other relevant matters need to be agreed upon. If you have some points that are particularly important to you, you should focus on achieving these during negotiations, but you should have other points where you're willing to compromise to optimize the likelihood of reaching an agreement.

Tips for negotiation

Consider time on market

If the property has been for sale for a long time, it may indicate that the price is too high. Be prepared to adjust your price expectations if necessary.

Consider your deadlines

Do you need to move by a certain date? The more pressure you're under, the more flexible you need to be in negotiations.

Consider number of buyers

Multiple interested buyers strengthen your negotiating position. With only one interested buyer, you have less to negotiate with. Be more flexible the fewer buyers there are.

Decide minimum price

Know your pain threshold for price and terms before negotiations start. Be prepared to walk away if you can't reach an agreement.

Consider your options

What can you bring to the negotiating table beyond the usual, e.g. curtains, awning, lawn mower, vacuum cleaner or other things? Use this as a bargaining chip.

Be flexible

Offer something for something. If the buyer wants a reduction in price, offer a price between both parties but also offer something else, e.g. to accommodate their desired closing date.

What can we offer?

We're ready with a good preparation checklist and lots of great advice. However, we cannot negotiate on your behalf or show your property to potential buyers through a digital service.